I recently attended a web seminar that provided very insightful information that was relevant to my area of focus. However, the key points of this webinar were delivered every 5 to 10 minutes and spread over an hour plus presentation. Most business executives I know do not have the time or the patience for this model. They would have to assign an administrative person to attend, taking the decision maker out of the equation.
Our suggestion? Get to the point. Be professional, but be concise. Spend 1-2 minutes teeing up your presentation, not 10 minutes. Trim the fat of your content so only the high value material is featured in 20-30 minutes. If the busy executive you wish to sell to needs to leave his or her desk for a bathroom break or another cup of coffee – you have overstayed your welcome on their desktop.
Action items: target your content, be mindful of your prospects time, and get to the point.
Originally Posted by John Scranton in June 2012